Tag Archives: issue selling

Dutton, J. E., Ashford, S. J., Lawrence, K. A., & Miner-Rubino, K. (2002). Red light, green light: Making sense of the organizational context for issue selling. Organization Science, 13(4), 355-369.

This paper analyzes the contextual cues female managers attend to when considering raising gender-equity issues at work. Study 1 provides a qualitative look at the range of cues indicating context favorability, including demographic patterns, top management qualities, and cultural exclusivity. Study 2 experimentally manipulates these cues and reveals that the exclusiveness of organizational culture is …

Continue reading “Dutton, J. E., Ashford, S. J., Lawrence, K. A., & Miner-Rubino, K. (2002). Red light, green light: Making sense of the organizational context for issue selling. Organization Science, 13(4), 355-369.”

Howard-Grenville, J. A. (2007). Developing issue-selling effectiveness over time: Issue selling as resourcing. Organization Science, 18(4), 560-577.

This paper considers how issue sellers advance new issues within an organization over time, and how they gain competence at doing so. Using ethnographic, archival, and interview data spanning a six-year period, it describes the moves made by members of a high-tech manufacturer to introduce environmental considerations into the design of new manufacturing processes. A …

Continue reading “Howard-Grenville, J. A. (2007). Developing issue-selling effectiveness over time: Issue selling as resourcing. Organization Science, 18(4), 560-577.”